Job Type
Full-time
Description
The
SVP of Customer Sales sets Edge's enterprise-level new-business growth strategy and represents the sales function in executive and ownership-level strategic planning. Where the VP of Customer Sales runs the day-to-day sales organization, the SVP owns the multi-year growth strategy the VP executes against - market expansion, vertical prioritization, and the sales organization's long-term structure - and is the senior-most voice for new-business growth in company-wide strategic discussions. This role owns new-logo acquisition strategy exclusively; carrier procurement and existing-account growth remain owned by Carrier Sales and Account Management leadership.
CRITICAL DUTIES & RESPONSIBILITIESEnterprise Strategy & Executive Alignment- Set the multi-year new-business growth strategy - market expansion, vertical prioritization, and sales organization structure - in partnership with executive leadership and ownership.
- Represent the Customer Sales function in company-wide strategic planning, including growth initiatives that may extend beyond the sales organization itself.
- Present sales performance, pipeline health, and growth strategy directly to executive leadership and, where applicable, the board or ownership group.
Sales Leadership Oversight- Set the standards and expectations the VP of Customer Sales (or equivalent sales leadership) executes against day-to-day; this role is accountable for outcomes, not for running the daily pipeline personally.
- Build and develop senior sales leadership bench strength across the organization, ensuring the function can scale beyond any single leader.
- Foster a culture of accountability and performance at the organizational level - comp design, incentive structure, and KPI philosophy, not just individual coaching.
Revenue & Profitability- Own top-line new-business revenue and margin growth at the enterprise level, with accountability for the multi-year trajectory, not just period-over-period results.
- Establish the KPI and performance-target philosophy used across the sales organization.
- Set negotiation guardrails and approval thresholds for major new-customer contracts.
Customer & Market Relationship Leadership- Serve as the senior-most executive sponsor for the largest and most strategically significant new-logo opportunities.
- Ensure alignment between sales strategy and Account Management's ability to deliver on what's sold - the enterprise-level version of the VP's day-to-day handoff responsibility.
Market Intelligence & Innovation- Monitor industry trends, competitive landscape, and macro market shifts to shape long-term growth strategy, not just near-term opportunity identification.
- Champion technology and sales-enablement investment at the organizational level, partnering with Operational Excellence & Systems leadership on tooling that scales.
- Partner with marketing and executive leadership to evolve Edge's market positioning as the business grows.
Requirements
QUALIFICATIONS / EDUCATION- Bachelor's degree in Business, Supply Chain, Logistics, or related field; MBA or advanced degree strongly preferred
- In lieu of a degree, 12+ years of progressive sales leadership experience within 3PL/transportation will be considered
- Minimum 12-15 years of progressive leadership experience in sales within the 3PL or transportation industry, including experience building or scaling a sales organization
- Proven track record of setting multi-year growth strategy, not just executing an existing one
- Deep understanding of freight brokerage and asset-light transportation models
- Demonstrated experience presenting to and influencing C-suite and/or board-level stakeholders
- Strong analytical and strategic thinking skills with the ability to manage complexity and make data-driven decisions
- Exceptional communication, negotiation, and interpersonal skills
- Experience with CRM, TMS, and sales performance tools
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